Friday 23 December 2011

Help Sales Understand Marketing

In the recently (December 2012) Aberdeeen Report "Sales Performance Management 2012" , author Peter Ostrow has two recommendations to improve your sales performance.

Why bother?

Improved Sales Performance leads to more of your reps making quota, shorter sales cycles and bigger average deals. Sounds good to me.

Ostrow's first recommendation is to base sales compensation on team activities , the second is to

"Cross train sellers into other customer facing roles such as Marketing"

So what are your plans to help sales better understand Marketing?

My suggestion would be continue your work on jointly agreements on Culture, Language and People.

How about running more joint meetings, now if you need an external speaker why not ask....

Friday 9 December 2011

Is your Marketing killing your Revenue?

You've read how the new buyers journey is impacting on their decision making process.

Often suspects will research and validate what they need to know before approaching potential suppliers. Before approaching you!

Marketing's response to this new paradigm is content, more content, lots of content. A never ending avalanche of content.

And, you hold off giving that lead to sales and feed that baby more content.

The problem is your content is probably no better and just the same as your competitors.

Your webinars, white papers, seminars look the same.

Too much content will deluge your prospects.

Marketing think better content makes the difference,

Revenue focussed sales people know that better conversations make the difference.

Let your sales team off the leash.

Give them information to have better conversations, not more content.